Business Development Manager

Why work at Pathpoint? Pathpoint is a modern distribution infrastructure for the $120B E&S insurance market. Today, more than 20% of commercial insurance business is placed into E&S carriers, utilizing Wholesale Brokers yet retail agents, brokers, and carriers rely on analog, inefficient, and imprecise systems, paperwork, and tools in order to transact. Pathpoint is the only wholesale distribution platform that uses technology to connect carriers and retail agents around the country, streamlining and automating submissions, underwriting, binding, compliance, payments, and service more through technology and people. All brought to you by a team committed to raising the bar in E&S insurance. Learn more about us here. About the role: We’re looking for a high-performing Business Development Sales Manager to lead and expand a well-established premium book in the Northern California region. We are ideally seeking candidates based in California, but are open other to candidates based on the Pacific Time Zone. This role is ideal for someone with a strong foundation in E&S or commercial insurance who’s ready to take full ownership of a regional book of business. As an Account Manager, you’ll be responsible for hitting premium targets by growing and managing relationships with retail agents, driving engagement with our platform, and identifying new opportunities to write business in the region. You’ll play a key role in expanding our footprint and meeting aggressive growth goals. This is a high-impact, sales-focused role for someone who thrives in a fast-paced, tech-enabled environment and wants to play a key role in modernizing how E&S insurance is distributed. About Pathpoint Pathpoint's Values Hard Problems Drive Us: We believe the insurance industry hasn’t kept up with changing times and fixing that is a hard problem. We Start with Why: Seek to understand what customers care about. Use data to challenge assumptions and figure out the problem. We Take Ownership and Accountability: We think people are their happiest when they have high ownership and accountability over the problems confronting them and are empowered to move decisively to work on them. We Work Together: Nothing happens without the individual efforts of our team members, but effective teamwork is how we build and maintain customer value. We Move Forward: We value the ability to persist through adversity to achieve goals and believe speed plays an important role. Pathpoint is an equal opportunity employer that values diversity, inclusion, and belonging. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Pathpoint considers all qualified applicants in accordance with the San Francisco Fair Chance Ordinance. What you’ll do Drive Premium Growth : Meet and exceed monthly written premium targets by identifying high-potential agents, increasing platform engagement, and converting new business opportunities. Sales & Pipeline Management : Qualify and develop new relationships from existing leads through product and process education. Own the Agent Relationship : Act as the primary point of contact for retail agents in your region—building strong, consultative partnerships that lead to consistent new business submissions. Perform QBRs with key agency partners in your region. Client Retention & Expansion : Maintain and grow key accounts through exceptional service including platform training, appetite guidance, and proactive communication around new features and product updates. Cross-functional Collaboration : Partner with underwriting, operations, marketing, and product teams to relay agent feedback, support product enhancements, and ensure a seamless customer experience. Market Development : Position Pathpoint as the go-to digital solution for small-to-mid commercial E&S accounts by increasing agent awareness and platform usage through ongoing education and support. What we look for 3+ years of experience in commercial P&C E&S products with nationally-recognized insurance carriers, intermediaries, or brokerages Direct experience within the MGA, Programs, or E&S Binding authority space Track record of building and maintaining strategic retail agent partnerships Proven ability to lead sales meetings with senior executives at retail agencies Internal drive to be the top performer Entrepreneurial mindset with the ability to constantly problem solve and think creatively while keeping goals in sight Excellent written and verbal communication skills Experience with tools like Salesforce, Slack, Notion, Ascend and Retool is a plus but not required What we offer Equity in the form of Stock Options commensurate with Salary and Responsibilities. Flexible and remote working arrangements. Competitive compensation, equity, and healthcare packages. Employer-matched 401(k) plan. Annual home office stipend. Monthly internet stipend. Paid parental leave benefit. 20 Days of PTO in Year 1. Paid parental leave. Annual company offsite.

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